This role will preferrably be located in Denver, CO.The Regional Vice President, Sales Engineering (MSO Strategic Accounts) leads a high-performing organization of Sales Engineers, Solutions Engineers, and technical account leaders serving Calix's largest MSO and strategic telecommunications accounts. This executive partners with Sales leadership to translate customer priorities into differentiated technical strategies, accelerate growth, strengthen executive relationships, and help customers realize measurable outcomes from Calix solutions.
Success in this role requires a combination of people leadership, MSO and telecommunications domain expertise, executive influence, business acumen, and disciplined operating rigor. The leader will build a scalable sales engineering model, develop talent, improve technical win effectiveness, and represent strategic customer needs across Calix.
Core Responsibilities & Tasks- Lead, coach, and develop a distributed team of Sales Engineers, Solutions Engineers, and technical account leaders supporting MSO and strategic telecommunications customers.
- Partner with Sales leadership to shape account strategies, opportunity plans, executive engagement, and revenue-growth priorities.
- Build trusted executive and technical relationships with priority customers, acting as a senior advisor on broadband transformation and business outcomes.
- Guide solution positioning, architecture strategy, demonstrations, technical discovery, and competitive differentiation for complex strategic opportunities.
- Provide executive sponsorship for major pursuits, customer briefings, workshops, and technical escalations.
- Align customer requirements and field insights with Product, Customer Success, Services, Marketing, and other cross-functional teams.
- Establish clear operating rhythms, coverage models, resource priorities, and metrics for the strategic Sales Engineering organization.
- Develop leadership depth, succession plans, onboarding standards, coaching practices, and career pathways across the team.
- Represent the voice of strategic MSO customers internally and influence priorities that improve customer success and market impact.
- Promote a culture of accountability, collaboration, inclusion, continuous learning, and customer-centered innovation.
Required Qualifications- 15+ years of progressive experience in telecommunications, broadband, cable, networking technology, technical sales, or a related field.
- 8+ years of leadership experience within Sales Engineering, Solutions Engineering, technical account leadership, or a comparable customer-facing technical organization.
- Demonstrated experience engaging senior executives and technical leaders at major MSOs, Tier-1 service providers, or other large strategic telecommunications accounts.
- Strong understanding of broadband access, subscriber services, cloud platforms, network and service architecture, and operational transformation.
- Proven ability to lead geographically distributed teams, develop managers and senior individual contributors, and build a strong talent pipeline.
- Demonstrated success supporting complex, high-value opportunities and connecting technical strategy to customer and business outcomes.
- Executive-level communication, presentation, facilitation, negotiation, and stakeholder-management skills.
- Ability to operate effectively across Sales, Product, Customer Success, Services, and executive leadership teams.
- Sound judgment, business acumen, and the ability to prioritize resources across a portfolio of strategic accounts.
Preferred Qualifications- Direct experience working for, selling to, or supporting cable and MSO customers.
- Experience with SaaS, cloud platforms, AI-enabled solutions, or data-driven service-provider transformation.
- Knowledge of broadband access architectures, fiber evolution, DOCSIS environments, OSS/BSS workflows, and subscriber-experience strategies.
- Existing executive and technical relationships within the North American MSO and telecommunications ecosystem.
- Experience building or transforming a strategic-account Sales Engineering operating model.
- Bachelor's degree in engineering, computer science, telecommunications, business, or a related field; advanced degree is beneficial.
The on-target earnings for this position varies based on the geographic location. More information about the pay range specific to candidate location and other factors will be shared during the recruitment process. Individual pay is determined based on location of residence and multiple factors, including job-related knowledge, skills and experience.
San Francisco Bay Area:265,000 - 424,000 USD Annual
Select US Metros and States:231,000 - 370,000 USD Annual
Other US Locations:208,000 - 333,000 USD Annual
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